CRM - May 2008 - (Page 47)

in this issue ■ CRM USER COMPANIES References are to the first page of the story or section in which the company appears. Air France 22 Amazon.com 16 Bergdorf Goodman 16 Better Homes and Gardens 43 Coca-Cola 22 Dell 16 Egg (Citigroup) 46 Gibson Guitar 27 Intel 16 Japan Airlines 22 JCPenney 16 JetBlue Airways 22 Launchpad Communications 45 LifeLock 38 McDonald’s 50 NetFlix 22 New York City Department of Health and Mental Hygiene 32 Nordstrom 16 Obagi Medical 44 Parametric Technology Corp. 32 Stop & Shop 22 Tianjin Goubuli Group 50 Toyota 22 UPS 22 USAA 10 Verizon Wireless 10 Wal-Mart 16 RE:TOOLING BY CHRISTOPHER MUSICO Business Problem: Tech Solution: Price optimization tools > > Product: Unsure how to price products and services to stay competitive while still ensuring profitability. In these turbulent economic times, with consumers increasingly wary of spending on products and services, price is becoming a critical factor in a consumer’s purchasing decision. Many companies must keep prices low to be competitive—but how low is too low? When should prices change—in either direction? Scoping out your competitor’s prices across town just won’t cut it. Instead, price optimization tools can help businesses take the guesswork out of pricing while simultaneously boosting bottom-line numbers. DemandTec Strategic Pricing for Retail Delivery Model: Software-as-a-service (SaaS) Price: The price varies depending on size of the retailer and scope, starting at $300,000 Business Benefits: DemandTec customers can leverage powerful consumer, demand, and market insights to optimize prices for every item in the store to achieve volume, sales, profitability, and priceimage goals. (The price image is the consumer perception of a product produced by its cost.) By using the solution, companies can realize an increase in profit while boosting sales, increasing unit volume, and improving price image. Functionality: The DemandTec Strategic Pricing for Retail integrated solution includes DemandTec Price, DemandTec Promotion, DemandTec Markdown, and strategic pricing analytics such as Price Response Analysis, Image Item Analysis, Cannibalization Analysis, Category and Item Role Analysis, and Zone Analysis. These allow users to delve into price optimization, forecasting, advanced price maintenance, scheduling and execution, category plan management, scenario management, and other features. ■ADVERTISERS CRM in Real Time, by Barton Goldenberg 41 books.infotoday.com/books/RealTimeCRM.shtml Contact: DemandTec at 1-650-226-4600; or visit www.demandtec.com. > > Product: > > Product: destinationCRM 2008 inside back cover www.destinationCRM2008.com 1-800-300-9868 PROS Pricing Solutions Suite (Price Analytics, Execution, and Optimization) Delivery Model: Installed software Price: License and implementation fees range from $100,000 to $10 million based on the number of geographies, divisions, and other factors. Business Benefits: Enabling users to stop destructive “cost plus” and “match the competition” pricing (which can create unnecessary discounting, price erosion, and below-breakeven price quotes by sales organizations), PROS improves operational profits by stopping price-based profit leaks and by finding negative-pocket-margin customers, products, and deals. (Pocket margin refers to net profitability.) Functionality: The real-time dynamic pricing software optimizes millions of subsecond transactions daily with hundreds of simultaneous users. Executives, sales and marketing personnel, pricing managers, and finance personnel can use this solution to support pricing decisions through the aggregation and analysis of extensive enterprise application data, transactional data, and market information. Excellence Every Day, by Lior Arussy 37 books.infotoday.com/books/ ExcellenceEveryDay.shtml NEW destinationCRM Podcasts 49 www.destinationcrm.com/podcasts LongJump 9 www.longjump.com/testdrive 1-800-886-9028 Oracle back cover www.CRMOnDemand.com 1-866-906-7878 RightNow Technologies 5 www.rightnow.com/thule SpeechTEK 2008 35 www.speechtek.com 1-800-300-9868 Vovici inside front cover www.vovici.com 1-800-787-8755 Contact: PROS at 1-713-335-5151; or visit www.prospricing.com. Zilliant Precision Pricing Suite (ZPPS) Delivery Model: On-premise deployment Price: For companies with revenues of $500 million and above; starting price can top $1 million. Business Benefits: Zilliant’s pricing technology sets accurate pricing “guardrails” for salespeople by utilizing data and math techniques to calculate the custom target price, as well as a floor-to-ceiling range for each specific transaction situation. The solution also enables salespeople to make better pricing decisions by providing data-driven insight on their customers and deals. This guidance helps salespeople negotiate with confidence and consistency, maximizing profits. Functionality: ZPPS Optimization provides price recommendations based on each deal’s circumstances. ZPPS Deal Manager, a decision-support tool, streamlines the review-and-approval process of spot quotes and agreements by benchmarking against similar deals and profitability targets. ZPPS Analytics, a pricing and profitability business intelligence application, supports ad-hoc analysis and routine performance monitoring using management dashboards, sales scorecards, and a power-analyst workbench. ■WEB EVENTS Kana webinar 15 destinationCRM.com/webevents/kana/21may2008 LucidEra webinar 13 destinationCRM.com/webevents/lucidera/14may2008 Portrait Software webinar 31 destinationCRM.com/webevents/portrait/28may2008 Savo webinar 11 destinationCRM.com/webevents/savo/07may2008 Contact: Zilliant at 1-877-893-1085; or visit www.zilliant.com. Contact Editorial Assistant Christopher Musico at cmusico@destinationCRM.com. CUSTOMER RELATIONSHIP MANAGEMENT | MAY 2008 47 http://www.demandtec.com http://books.infotoday.com/books/RealTimeCRM.shtml http://www.destinationCRM2008.com http://books.infotoday.com/books/ExcellenceEveryDay.shtml http://books.infotoday.com/books/ExcellenceEveryDay.shtml http://www.destinationcrm.com/podcasts http://www.longjump.com/testdrive http://www.CRMOnDemand.com http://www.prospricing.com http://www.rightnow.com/thule http://www.speechtek.com http://www.vovici.com http://destinationCRM.com/webevents/kana/21may2008 http://destinationCRM.com/webevents/lucidera/14may2008 http://destinationCRM.com/webevents/portrait/28may2008 http://www.zilliant.com http://destinationCRM.com/webevents/savo/07may2008

Table of Contents Feed for the Digital Edition of CRM - May 2008

CRM - May 2008 Contents Front Office Feedback Reality Check Customer Centricity The Tipping Point Is CRM Too Hard for Microsoft Vendors Go Virtual For Feedback Sense-sational Marketing How UGC Can Benefit CRM DestinationCRM Dashboard Price Check, Aisle 5 Required Reading The Moving Target The Excellence Myth Seven Steps to SOA Success And They're Off! Are You Ready to Party? Skin in the Game The Right Numbers Secret of My Success Re: Tooling Connect Pint of View

CRM - May 2008

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